Wholesale Buyers Versus Retail Customers

Are wholesale buyers and retail customers really different? Frankly, there are two answers to this question: yes and no. Yes, because they are different from the buyers and those selling to buyers' point of view and no, because the principles that apply are the same for both types of buying.

There is only one real difference, aside that one buys at wholesale prices and the other at retail prices, and that is that wholesale buyers are looking for a selection of items to fill a space or their customers' needs, while retail buyers are looking for one item to fill a space or need. When there isn't any space that needs filling either now or in the future, the customer won't be interested in what you have for sale, which means zero sales.

Both wholesale and retail buyers are looking for things that can be either complementary or in contrast to what the are doing or they already have. It is rather a combination of the two (contrast/complementary or complementary/contrast) than a case of complementary or contrast.

Contrast/complementary means it's different to what they are doing or they have, but will fit in with other things, while complementary/contrast means it's like what they are doing or already have and yet it's different. If there is a high contrast and it doesn't fit in or if it's exactly what they have, they most likely won't buy.

There are two things you will have to do to determine if buyers are in a contrast/complementary or complementary/contrast buying situations. First of all, listen to what customers say and think about these two things: why they are asking the question that way and where they got the idea that generated the question. This is called "listening between the lines". Often, through their questions, customers will tell you what they are looking for. In case they don't, ask them yourself. It helps you by showing interest in what they are doing and their answers will help you make your presentation. Plus, since you know that they are looking for something to fill a need or hole, it becomes much easier to relate to customers' needs.

The second way to detect their situation is to have customers talk about their favorite subject themselves. Encourage wholesale customers to talk about their shop/gallery, what they have been doing lately, etc. As for the retail customers, get them to talk about the other craft works they currently own and enjoy. Often they will talk about the things that they feel very good about. Sometimes they will talk about the things that they don't feel very good about, but they will do it as a way of saying they won't repeat that mistake.

Sales will be made when customers understand how the merchandise you are selling fits into what they are doing, planning to do, or would like to do, so apply the contrast/complementary - complementary/contrast theory to what they are contemplating buying.

Mitech Trading is the leading source and supplier of discount merchandise, and with most of the world as their marketplace, this company provide a good opportunity for dealers to run a profitable business. For more info please visit http://www.mitechtrading.com

---

Are You A Coward? I Was

Over the last month, I have come to hate emails... Read More

Make Your Customer Your Friend

The simplest way to describe a 'durian' (pronounced doo-ree-ann) is... Read More

Raising The Bar For Online Magazine Subscription Services And Customer Service

After years of flying below the radar in the magazine... Read More

Ten Ways to Help You Improve Your Customer Service

1. Stay in contact with customers on a regular basis.... Read More

Dont Be Afraid To Give Problem Customers The Boot

Q: In a recent column you made the point that... Read More

Hit The Jackpot With Customer Complaints

Our most powerful instinct is to avoid customer complaints, but... Read More

Customer No Service - How to Lose a Loyal Customer!

So today was the day where I almost stopped going... Read More

RETAIL GREETERS: Sales Builders or Customer Turnoff?

Do you need greeters or should you avoid them? That... Read More

First Contact: The Source of Customer Loyalty

With customers being smarter, more cost conscious, more product knowledgeable... Read More

Stay - Say - Pay

Would you like to have customers that stay with you... Read More

Increase in Customer Sales = Increase in Customer Service

One of the most popular questions asked in online business... Read More

8 Critical Steps to Establish a Customer Service Culture

"Every company's greatest assets are its customers, because without customers... Read More

Dont Eliminate The Middle Man - Add One

Today, there are situations when we actually add a "middle... Read More

Customer Service, the Internets Primary Neglected Business Concern

Customer service is everything to a business. Just look at... Read More

What Every Manager Should Know About How to Win the Loyalty of Customers

Dr. Michael LeBoeuf, in his cassette album entitled, Win Customers... Read More

How to Keep Customers

Who was it that said - "The customer is always... Read More

What Every Employee Should Know About How to Win the Loyalty of Customers

Dr. Michael LeBoeuf, in his cassette album entitled, Win... Read More

Putting The Serve Back Into Customer Service

Good service is easy to spot and hard-to-find. Mediocre service... Read More

Foolproof Customer Service Strategies (That Only A Fool Would Try!)

Ever notice how customer service varies from store to store?... Read More

Handling Difficult Customers - 8 Strategies

In any business our customers are one of our most... Read More

Astonish your Customers With These Customer Service Tips

Customer service today is getting worse. Win customers over and... Read More

Why Cant Microsoft Make Soft Packaging?

Why is it that Microsoft wants you to buy its... Read More

What Exactly is Customer Relationship Management?

The defintion of Customer Relationship Management (CRM) that I favor... Read More

Moments That Matter

Many years ago, I was a first year apprentice assigned... Read More

Becoming A Solution To Your Customers Problems

Those of us in home based and small businesses are... Read More